AR Classics: Why Congress won’t regulate analysts

Given the current FIFA scandal, it’s interesting to note that it is a year since the most serious call yet for the regulation of industry analysts. Phil Fersht argues against

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AR Classics: Why corporations pay technology analysts $15 billion a year

Corporations pay technology analysts $15 billion a year for unbiased technology research. But many common analyst practices look suspiciously like conflicts of interest. By Christopher Koch For many business executives,

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AR Classics: Get Ahead Of Analysts: The Murphy Approach

For several years in the 1990s I shared a household with an old golden retriever named Murphy. Murphy had ESP. He’d know exactly where one of us would want to

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AR Classics: “DMB” is over & other harsh AR truths

2014 was the breakout year for freemium analyst firms. It’s fundamentally ended the fantasy that only Gartner and Forrester were “deal-maker or breaker” firms. An excellent illustration of that is the

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AR Classics: Ed Gyurko on How to Impress Industry Analysts (2001)

When Ed Gyurko first approached industry analysts as a marketer for the technology company he then worked for, he did it all wrong. He says, “I mistakenly thought that that

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AR Classics: The ups and downs of using consultants to select vendors (1990)

It’s Not That Simple, writes Efrem Mallach. Since World War II, the growth of management consulting has literally skyrocketed. At the beginning of this decade management consulting was a $32

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AR Classics: Buyer beware on analyst advice

Admit it. You’re an advice junkie. Need proof? The industry analyst business rakes in more than $I billion annually, mostly from IS managers who seek advice on trends, vendors and

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AR Classics: Don’t panic if a competitor hires your Gartner analyst

After Gartner’s French Caldwell retired he joined MetricStream, one of the GRC vendors he followed for Gartner. Folk are often surprised when top analysts move over to the supplier side.

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